Sociedad Punta de Lobos Chile S.A. (Ex K+S Chile)Senior KAM Distributors & Wholesalers
Apr. 2019 - Mar. 2021Las Condes, Región Metropolitana de Santiago, ChileDirect Reports: 11
Led a national sales team responsible for order taking, collections management, and brand execution at the point of sale. Conducted periodic field visits to evaluate opportunities, assess performance, and engage with key clients. Provided comprehensive management of commercial relationships, negotiations, and administration for clients within the traditional channel, encompassing commercial agreements, action plan development, and tactical activity execution.
Responsible for sales forecasting, pricing, budget management, channel results, and profitability analysis. Key Achievements:
Led and successfully implemented the customer segmentation strategic project focused on segmenting traditional channel customers and defining tailored strategies for each segment (covering sales, branding, profitability, optimal assortment, pricing), resulting in a 10% improvement in channel profitability.
Effectively managed operations during unforeseen crises (Oct-19 social uprising and pandemic), ensuring product availability, maintaining customer service levels, and upholding social responsibility commitments.
Facilitated participation in solidarity food box programs through third-party distributors, strengthening brand presence and execution within the traditional channel. Achieved an 8% incremental annual sales increase.
Led and motivated a team of 11 nationally distributed members throughout the pandemic, successfully maintaining performance levels and team morale.
Led the effective training program for the entire national sales team on the integration of a new CRM system and updated sales procedures.